• Goodreads

My Notes

• Continue to vary the pace and the voice tonality.

• When people arrive there should be music playing.

• When everyone is settled, stand center stage and begin.

• Be totally comfortable and totally at ease.

• Focus on their reasons for being there.

• Explain the timing schedule right at the start.

• Are you willing to keep trying different things?

• Stop thinking and come to your senses!

• With “modeling” you find people who are examples of excellence, observe what they do, ask them questions, and see if by doing the same things you can get the same result.

• Changing the way you think.

• Every second, approximately two million bits of information is flooding into your nervous system, even when you are asleep.

• The language you use will affect the state and behavior of your prospective clients.

• People will resist any outside attempts to change their beliefs and keep those beliefs intact by filtering out any contradictory evidence.

• Most of the objections that arise are ones the presenter suggested!

• To a large extent the way you feel inside determines the results you get.

• What you hold in your mind determines the way you feel.

• The way you feel can change your physiology. Your physiology can change the way you feel.

• Things just work better when you are in the appropriate state. You can change your state. You can change what you are thinking, what is happening inside your head, what you are concentrating on. You can also change your physiology at will.

• Your unconscious mind is the source of all learning, all behavior and change.

• Your unconscious mind remembers everything.

• Use positive language.

• There is no failure, only feedback.

• Resistance in an audience is a sign of lack of rapport.

• There are no resistant audiences, only inflexible presenters.

• You either get the result, or you have an excuse.

• The power of change lies within you. When you realize that you are actually the creator of everything that happens, you will be acting as a role model for others.

• For feedback to be effective, you have to give it within five minutes of occurrence.

• Tell them what they did well.

• You give feedback only on the things they did well. Then tell them what they could do even better next time, or what they could do differently next time that would make it even better.

• It is extremely important that this time, you make no reference to what they did that didn’t work. Focus on only the positive.

• Give them an overall positive comment.

• If you tell someone that they are good at something that they either didn’t do or they weren’t good at, in all probability they will be better at it next time.

• When you are in front of an audience, expand your awareness to take in all four corners of the room.

• Operating unconsciously allows you to get out of your own way, so that you can present magically.

• One very effective way of covertly getting control of the group, is to stand on stage and do nothing. Silence creates a vacuum and most people in the audience want to fill it. The planned pause.

• The more times you ask people to do things and they comply, the more you will have control.

• Rapport occurs when you match the other person’s behaviour, thinking, or levels of energy.

• Rapport is the process that allows you to communicate and bond with your audience’s unconscious mind.

• When people are like each other, they like each other.

• The way you hold your body, your posture, the way you stand, and the facial expressions you have.

• Use the actual words they use. Use their jargon, their preferred terms, even if you think they are using the “wrong” words. It is what it means to them that matters.

• Use the same tonality. Say the words the way they do.

• Adopt the same physiology. Use the same posture and gestures.

• Find shared experiences. As soon as you find something in common, the relationship starts to form.

• Pay attention to someone’s posture, gestures and movement and then match.

• Use the other person’s gestures only when they are talking.

• Just accept all the things that will happen during your presentation; interruptions, noises, people walking in/out. Don’t fight against the intrusion.

• You don’t want to have rapport all the time. For example, when you have to go to another appointment etc. Start mismatching the other person to whatever degree necessary.

• Communicating with Mismatchers. Polarity responder. “I don’ think you’ll agree with me on this, but…”

• Embedded commands. “I don’t know whether you want to come to this training course, but if you do, you need to book now.”

• You can also match someone’s voice tonality.

• Slow down or speed up to meet their rate of speech. Mismatching someone who speaks slowly by using a “hurry up” voice is not going to work!

• When someone smiles to you, it is an automatic response to smile back.

• You need to be totally comfortable in front of an audience, doing nothing.

• Be lively, spontaneous, playful and energetic.

• And be balanced and calm.

• Fear comes from your unconscious mind, which is why it doesn’t make sense. Your unconscious mind works on feelings and intuitions.

• One reason your mood or your state changes is because you are now interacting with other people’s energy.

• Maintain your level of energy. Instead of using up your own energy, you can use the energy that is naturally all around you to keep going all day.

• Where you put your mental attention actually changes your physical body.

• You need to put your attention on everyone at the table.

• Story --> Point --> Benefit

• Tell one your stories, brief anecdote that last less than a minute.

• Tell the point you want to get across. “And the point of this is…”

• Tell the benefit of getting the point. “And the benefit is…”

• Take it lightly, and enjoy, because people learn much better when they are playful.

• Painting, photographs and illustrations are more pleasing to look at, more interesting to the eye, when the subject is asymmetrical: slightly to one side, or taken from an angle. If you are sitting on stage and turn at an angle to the audience, then it is far more visually interesting.

• Spacial Anchoring

• When you consciously do the same activity in the same place on the stage the audience will connection between your position and that activity.

• Speaking in a whisper is revealing a “secret”.

• Taking words back

• Take a step to the side, like you are stepping out of your body. From this new position, indicate the place you were standing and say in amazement: “Can you believe he said that? I’d never say anything like that. Whew!” Then carry on, still standing in this new position.

• It is neither a good idea, nor ethical, to pour scorn on other presenters. To change the audience’s state you could crack a joke, get them laughing at your expense, rather than someone else’s.

• Don’t have a distracting style: nervous tics, jingle coins in your pocket, use weird gestures.

• “Blamer” technique

• This person said to me, “You had better xxxxx, because if you don’t you won’t XXXX”

• Now I would never actually say something like that to a person directly, but he did, and he has a point.

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